The first move : a negotiator's companion /
By: Lempereur, Alain [author].
Contributor(s): Colson, Aurélien [author] | Pekar, Michele [editor].
Publisher: Hoboken, N.J. : Wiley, 2010, (2017)Description: ix, 254 pages : illustrations ; 26 cm.Content type: text | text | still image Media type: unmediated | unmediated Carrier type: volume | volumeISBN: 9780470750087; 9780470750087:; 0470750081; 9780470688878; 0470688874.Subject(s): Negotiation | Negotiation in business | Business communication![](/opac-tmpl/bootstrap/images/filefind.png)
Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
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ATU Sligo Yeats Library Main Lending Collection | 658.4052 LEM (Browse shelf(Opens below)) | Available | 0062969 |
Includes bibliographical references and index.
Introduction: Experimenting with a Renewed Method before Resorting to Old Reflexes -- How to develop relevant responses for negotiation -- Questioning before Negotiating -- How to move beyond an instinctive approach -- Preparing Negotiations before Performing -- How to Plan for process, problems, and people -- Doing the Essential before the Obvious -- How to deal with the process -- Optimising Joint Value before Dividing It -- How to deal with the problem -- Listening before Speaking -- How to deal with people (1) -- active communication -- Acknowledging Emotions before Problem-Solving -- How to deal with people (2) -- the challenges -- Deepening the Method before Facing Complexity -- How to manage negotiations in multilevel, multilateral and multicultural contexts -- Formalising the Agreement before Concluding -- How to reap the benefits of negotiation -- Conclusion: Personalising your Theory before Practicing -- How to continue to improve your negotiation skills.
This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]
Lempereur provides practical insight into how to negotiate succesfully in both business and political settings alike.